Sales Territory Alignment: An Overlooked Productivity Tool
- Topics:
- Sales Force Design
- Tags:
- Marketing,
- Telemarketing,
- Sales Strategy,
- Sales Force Productivity,
- Sales Force Management,
- Sales Force,
- Sales,
- Pi Sigma Epsilon,
- Marketing Research,
- Tool
- Source:
- Pi Sigma Epsilon
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Overview: Sales force productivity is a hot topic. Sales managers, like managers in most areas of business, are feeling the pressure to “do more with less.” Companies are fighting back with numerous initiatives aimed at improving sales force productivity. Popular sales force productivity initiatives include sales force automation, account management programs, lead generation systems, telemarketing programs, enhanced training initiatives, and the use of part-time or temporary salespeople. While all of these initiatives have merit, it is observed that another productivity determinant often has a high impact at a low cost: territory alignment.
(Is this item miscategorized? Does it need more tags? Let us know.)
Format: PDF | Size: 74KB | Date: Jul 2000 | Pages: 12
